Lead discovery knowledge
Clear definitions for prospecting and sales vocabulary, lead generation, outbound outreach, technographic discovery, contact unlocking, and token billing in ProspecStack.
122 terms
An account is the organized company, institution, or business-unit record around which a B2B team coordinates contacts, relationships, activities, opportunities, contracts, and customer history.
Account identification is the process of discovering, matching, and selecting organizations that fit a defined customer profile and merit coordinated marketing or sales attention.
Account scoring is the practice of ranking organizations by customer fit, expected value, collective engagement, intent, and strategic relevance to guide account-level marketing and sales effort.
Account sourcing is the process of discovering, evaluating, and documenting organizations that may fit a target market and merit prospecting or qualification.
Account-based marketing (ABM) is a B2B go-to-market approach that concentrates sales and marketing resources on a defined set of high-value target accounts instead of casting a wide net across an entire market.
An addressable market is the set of customers or revenue opportunities that fit the defined need, category, geography, and other boundaries for a product or service, before or alongside estimates of how much of that market can realistically be served and won.
An archived lead is a previously unlocked or saved account that a user has moved out of the active working list because it is not currently a fit, without deleting the underlying unlock history.
A B2B lead is a business account or contact that may become a customer for a product or service sold to other organizations, typically identified through firmographic, technographic, or intent signals.
A breakup email is a final outbound message that closes an inactive sales outreach thread, tells the prospect that active follow-up will stop, and leaves a respectful path to reconnect.
A buyer is a person or organizational unit that participates in selecting, approving, or purchasing a product or service to solve a recognized business need.
A buyer persona is an evidence-based model of a recurring person or role involved in purchasing, describing relevant goals, problems, behaviors, decision criteria, influence, and information needs.
Buying signals are observable actions, questions, or changes that suggest a potential customer is moving toward evaluating, selecting, or purchasing a solution.
A cadence is the planned rhythm of communication touches, including their frequency, spacing, order, and channels, used to guide prospect engagement over time.
A champion is an influential person inside a prospective customer account who actively supports a proposed solution, shares internal context, and helps the seller navigate the buying process.
A content management system (CMS) is software used to create and manage website content — such as WordPress, Webflow, or Shopify’s storefront tooling — and is a common technographic targeting dimension.
Cold calling is the practice of telephoning a potential buyer without a prior conversation or active request in order to introduce a relevant business topic and determine whether further discussion makes sense.
A cold DM is an unsolicited first direct message sent through a social or professional platform to someone with no established conversation, intended to introduce a relevant topic and invite a response.
Cold email is a targeted email sent to a business recipient without a prior conversation or active request, intended to introduce a relevant idea and invite a voluntary next step.
Cold messaging is the practice of sending an unsolicited first written message through a digital channel to a person with no active relationship, usually to test relevance and open a business conversation.
Cold outreach is an unsolicited but targeted first approach to a person or organization with no active relationship, made to introduce relevant value and explore whether further conversation is useful.
Cold prospecting is the process of identifying and approaching possible buyers who have no established relationship or known active engagement with the seller, then testing their fit and interest.
A contact is an identifiable person associated with an organization or account whose professional details and interaction history are stored for communication, prospecting, sales, or customer management.
A contact database is a maintained system of person-level business records, communication details, organizational relationships, provenance, and interaction or preference information.
A contact list is an organized collection of people and their business details assembled for a defined sales, marketing, recruiting, or relationship-management purpose.
A contact signal is evidence of a reachable business contact on a public website — such as an email address, phone number, or social profile — discovered before or as part of unlocking a lead.
Contact sourcing is the process of finding and documenting relevant people at target organizations, together with the evidence and business contact information needed for a defined workflow.
A CRM export is a downloadable file — usually CSV — containing domains, technologies, and contact fields so sales teams can import unlocked leads into a customer relationship management system or outbound tool.
A customer segment is a distinct group of current or potential customers who share meaningful characteristics, needs, behaviors, or buying conditions and can therefore be addressed with a focused go-to-market strategy.
Daily bonus tokens are promotional tokens granted once per calendar day when a user signs in, giving teams a small recurring unlock budget without purchasing a pack.
Data enrichment is the process of adding, validating, correcting, or standardizing attributes on existing records by using reliable internal or external information.
A database in lead generation and sales is a structured system for storing, connecting, retrieving, and maintaining business account, contact, lead, and activity information.
A decision-maker is a person with meaningful authority to choose, approve, or reject a proposed business purchase or course of action.
Demand generation is the coordinated effort to create awareness, understanding, preference, and buying momentum for a solution across a target market, including audiences that are not yet ready to identify themselves.
Direct outreach is proactive, person-to-person communication sent to a selected prospect through channels such as email, telephone, social messaging, video, or direct mail.
A domain filter narrows search results by website domain patterns or values so teams can focus on specific sites, TLDs, or account subsets alongside technology filters.
An ecommerce platform is software that powers online storefronts and checkout — such as Shopify or WooCommerce — and is a frequent technographic filter for agencies and commerce SaaS vendors.
An economic buyer is the person with ultimate authority over the funds and financial justification required for a business purchase.
Email discovery is the process of finding publicly listed business email addresses on company websites so sales and GTM teams can start lawful B2B outreach.
An end user is a person who directly uses a purchased product, service, system, or process as part of their regular work.
Firmographics are descriptive attributes of a company — such as industry, size, revenue, or location — used to segment B2B markets and score account fit.
Follow-up is a subsequent sales action that continues an earlier outreach attempt or conversation by adding context, answering a question, or prompting an agreed next step.
A follow-up call is a phone conversation or call attempt made after an earlier outreach touch or sales interaction to clarify needs, continue a discussion, or secure the next step.
A follow-up email is a message sent after an earlier contact attempt or sales interaction to restore context, provide additional value, and encourage a specific next action.
A follow-up message is a short written communication sent after previous contact to renew context, deliver a useful update, or make a clear next-step request through email, social, text, or chat.
A follow-up sequence is a planned series of messages and actions sent after an initial contact or interaction to continue the conversation and prompt an appropriate next step.
A gatekeeper is a person or process that controls access to a target contact, information, system, or stage of a business purchasing process.
A go-to-market (GTM) team coordinates product, marketing, sales, and customer success motions to acquire and expand customers in a defined market segment.
An ideal customer is the type of person or organization most likely to gain substantial value from a company’s offering while also creating a healthy, durable, and economically attractive customer relationship.
An ideal customer profile (ICP) is an evidence-based description of the type of customer or B2B account most likely to gain substantial value from an offering and deliver strong acquisition, retention, expansion, and service economics for the seller.
Inbound lead generation is the process of attracting potential buyers with relevant content, search visibility, educational experiences, and useful tools, then capturing identifiable interest for qualification and follow-up.
An influencer is a person whose expertise, credibility, relationships, or access can shape a purchase decision without necessarily holding final approval authority.
Intent data is behavioral information that indicates a person or organization may be researching a topic, problem, product category, or purchase and can therefore inform marketing and sales prioritization.
A JavaScript framework is a structured library for building web applications — such as React, Vue, or Angular — often detectable from public scripts and used as a technographic targeting signal.
A key decision-maker is a participant whose authority, expertise, or organizational influence is essential to reaching and sustaining a purchase decision.
A lead is a person, company, or account identified as a possible customer because it matches basic targeting criteria or has shown a relevant signal, but has not yet been fully qualified as a sales opportunity.
Lead acquisition is the process of obtaining identifiable potential buyers through owned, earned, paid, partner, or outbound channels and preparing those records for lawful, measurable follow-up.
Lead capture is the collection of identifying, contact, permission, and contextual information from a potential buyer at a conversion point so the organization can deliver value and continue the relationship.
Lead enrichment is the process of adding verified person, company, fit, and context data to an existing lead so it can be routed, qualified, prioritized, and engaged more effectively.
Lead export is the action of downloading filtered saved leads as a CSV file containing domains, technologies, contact fields, and crawl metadata for use outside ProspecStack.
Lead generation is the coordinated process of attracting, identifying, and capturing people or organizations that may have a relevant business need, then collecting enough permission and context for marketing or sales to continue the relationship.
Lead identification is the process of finding and recording people who may have a relevant business need, sufficient fit, or meaningful engagement for a marketing or sales follow-up.
A lead list is an organized collection of people or organizations that have shown identifiable interest or otherwise meet a documented lead criterion, including the data needed for qualification, routing, and compliant follow-up.
A lead magnet is a useful resource, tool, or experience offered in exchange for contact information or registration, designed to solve a specific audience problem and create a relevant next step.
Lead qualification is the evidence-based process of deciding whether a person and associated account fit the intended market, have a relevant problem or objective, and merit a defined next step in the sales process.
Lead scoring is a rules-based or predictive method for ranking person-level records according to customer fit, role relevance, engagement, and likelihood of progressing to a desired sales outcome.
Lead sourcing is the disciplined practice of finding prospective accounts and contacts from reliable first-party, second-party, or third-party sources, then validating and organizing their data for a defined sales or marketing use.
A lead unlock spends one token to reveal the full domain, site details, and contact information for a single search result that was previously masked or partially hidden.
List building is the repeatable process of selecting, researching, verifying, and organizing accounts or contacts for a specific lead generation or outreach objective.
A market segment is a distinct subset of a broader market whose members share characteristics, needs, behaviors, or circumstances that make them likely to respond similarly to a product or go-to-market approach.
Marketing automation platforms run email, lifecycle, and campaign workflows — tools like HubSpot or Klaviyo — and appear as technographic signals on many B2B and ecommerce sites.
Multichannel outreach is a prospecting approach that uses two or more communication channels, such as email, telephone, social networks, video, events, or direct mail, within one coordinated sales effort.
A niche market is a narrowly defined part of a larger market whose customers share specialized needs, constraints, identities, or preferences that broad-market alternatives do not fully address.
Omnichannel outreach is a coordinated prospecting model in which every communication channel shares context, history, preferences, and next actions to create one continuous buyer experience.
Outbound lead generation is the proactive process of identifying suitable accounts and buying participants, researching their context, and initiating relevant contact to create qualified sales conversations.
Outbound prospecting is the structured practice of finding potential buyers who match defined criteria and proactively contacting them to determine whether a qualified sales conversation is warranted.
Outbound sales is a proactive revenue motion in which sellers identify suitable organizations and buyers, initiate contact, qualify potential needs, and guide resulting opportunities toward a purchase.
An outreach campaign is a defined, time-bound or audience-bound program that coordinates targeting, messaging, channels, follow-up, ownership, and measurement to create conversations with selected people or accounts.
An outreach list is a curated set of unlocked leads prepared for email, phone, or social prospecting — often exported to a CRM or sequencer after filtering by technology stack.
An outreach sequence is a planned series of messages and actions delivered across one or more channels to engage a prospect over a defined period.
An outreach touch is one planned contact attempt or meaningful interaction with a prospect within an outbound sales process, such as an email, call, social message, or voicemail.
Pay-per-lead pricing charges only when a specific lead is unlocked or delivered, rather than requiring a flat subscription for search access.
Personalized outreach is prospect communication adapted to meaningful characteristics of a person, account, role, situation, or buying context so the message explains a specific reason for contact.
Phone discovery is the identification of publicly listed business phone numbers on company websites so teams can add call or SMS channels to B2B outreach.
A point of contact is the designated person who coordinates communication between a seller and an organization, team, or buying group for a particular relationship, project, or evaluation.
A potential customer is an organization or buyer that could plausibly purchase and receive value from an offering, based on market eligibility, likely needs, and the ability to enter a commercial relationship.
A prospect is a person or organization that has been identified as a plausible buyer because it meets meaningful targeting or qualification criteria and can reasonably progress through a sales process.
A prospect database is a structured collection of potential customer accounts and people that records why they may fit, how they were sourced, and where they stand in the prospecting process.
Prospect identification is the research process used to find people or organizations that resemble an ideal customer and are suitable for deliberate sales outreach.
A prospect list is a prioritized collection of accounts and relevant people that meet defined customer-fit criteria and are candidates for structured sales research, qualification, or outreach.
Prospecting is the systematic process of identifying, researching, and initiating contact with potential customers who could buy your product or service, so your pipeline stays filled with qualified opportunities.
A prospecting campaign is a coordinated sales initiative that targets a defined group of potential buyers with relevant outreach designed to start qualified business conversations.
Re-engagement is the process of renewing a conversation with a known prospect or lead whose prior interaction, interest, or sales discussion has become inactive.
Reactivation is the controlled return of an inactive lead, prospect, opportunity, account, or former customer to active sales handling after new evidence shows that outreach or qualification is appropriate.
A sales cadence is a planned schedule of sales touches that defines when, how often, and through which channels representatives engage prospects.
Sales outreach is the planned process of contacting potential or existing buyers to start, develop, or advance a commercial conversation through relevant, direct communication.
Sales prospecting is the seller-led practice of finding potential buyers, validating fit, and opening conversations that can become qualified opportunities in a sales pipeline.
A sales sequence is a structured workflow of communication steps and seller tasks used to move a prospect toward a response, meeting, qualification, or other defined sales outcome.
Sales signals are observable events or data points that help a sales team decide which accounts or prospects to research, contact, prioritize, or advance.
A sales touch is a deliberate contact attempt or direct interaction performed by a seller to engage a prospect, continue a conversation, or advance a sales process.
A saved lead is an unlocked account a user has kept in their active ProspecStack list for follow-up, filtering, archiving, or export.
Serviceable addressable market (SAM) is the portion of total addressable market that a company can serve with its current or defined product capabilities, delivery model, geographic coverage, pricing, and commercial constraints.
Serviceable obtainable market (SOM) is the portion of a company’s serviceable addressable market that it can realistically capture within a defined period given competition, demand, sales capacity, channels, budget, product maturity, and execution.
In lead discovery, a social profile is a public business social URL — such as LinkedIn, X, or Facebook — found on a company website and attached to an unlocked lead as an outreach channel.
Social selling is the disciplined use of professional social networks to research buyers, build credible visibility, engage with relevant ideas, and create or advance sales relationships.
A stakeholder is any person or group that affects, is affected by, or has a legitimate interest in a business purchase and its outcome.
A target account is a named organization selected for deliberate go-to-market attention because it matches priority criteria and justifies coordinated marketing, sales, partner, or customer engagement.
A target audience is the specific group of people an organization intends to reach with a particular message, campaign, content asset, event, or communication channel.
A target customer is a type of organization and buying audience that a business deliberately prioritizes because the offering is expected to create strong value and the relationship is strategically and commercially attractive.
A target market is the defined group of customers a business chooses to serve with a product, positioning, pricing, distribution strategy, and coordinated sales and marketing investment.
Technographics are data describing the software, platforms, and digital tools a company uses — especially those detectable on public websites — used to segment markets and prioritize B2B outreach.
A technology filter restricts search results to companies whose websites show one or more selected technologies, such as Shopify, React, or HubSpot.
A technology signal is evidence that a website uses a particular product, library, CMS, analytics tool, or platform — inferred from public page assets, scripts, headers, or other crawlable markers.
A ProspecStack token is a prepaid unlock credit. One token unlocks one lead, revealing the full domain, site details, and contact data for that account.
A token pack is a one-time purchase of multiple unlock tokens — for example 100 tokens for $10 — so teams can unlock leads on demand without a subscription.
Total addressable market (TAM) is the maximum annual revenue opportunity for a product or service if one provider captured 100 percent of all demand within a clearly defined market.
A touchpoint is any identifiable interaction or encounter between a prospect and a company across the buying journey, whether initiated by the buyer, seller, or marketing team.
Trigger events are identifiable business changes that can alter an organization’s needs, priorities, resources, risks, or buying timing and therefore create a reason for sales or marketing action.
A warm introduction is a connection made by a trusted mutual contact who presents a seller or potential buyer to the other party with relevant context and, ideally, consent.
Warm outreach is proactive contact with a prospect who already has a meaningful connection, prior interaction, recognizable signal, or trusted context linking that person to the seller or company.
A web crawler is software that systematically visits public web pages to collect content and signals — such as technologies and contact details — for indexing or enrichment.
A website fingerprint is the set of detectable technologies, scripts, and platform markers observed on a public site that together describe its digital stack.
Welcome tokens are promotional unlock credits granted to a new ProspecStack account on first login so users can try lead unlocking before purchasing a pack.